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hello and welcome to target marketing with MIAA this is the first in a three-part series where were going to cover how to sell commercial lines and the first part of selling commercial lines is developing your marketing program and laying the foundation of what is going to turn out to be a successful program that youre gonna use so first things first give me a target this simply means that the carriers are gonna try to feed you a lot of meaningless information in the form of appetite guides that youre gonna want to throw in the trash can but what you are going to want to do our request target marketing list from the carriers that you have access to which are the top 10 target marketing lists or hit lists and these are the types of businesses that they are often selling this is what theyre actually doing well not what they can quote or what they can quote without giving you an error message Im talking about what are they quite often or most frequently ending up with the result of s